memoryBlue Insights – 11/22/2021

Below is the memoryBlue weekly bulletin, delivering sales development insights every Monday to our entire slate of high-tech clients. The updates span all six memoryBlue offices, encompassing 175+ sales development campaigns and 275+ SDRs working relentlessly to generate net new revenue for these businesses.

We have a large contingent of memoryBlue elephants headed out to AWS Re:Invent next week in Last Vegas. It’s exciting to see major in-person events continue to return to the normal business landscape. Prior to the global pandemic, attending industry tradeshows presented a consistent opportunity for our team to learn, connect and network with current and former clients, as well as memoryBlue alumni, multiple times per year.

If you’re headed to AWS, or if you have colleagues who plan to attend, please let us know. Our Head of Sales Nimit Bhatt will be there and we love to connect with our industry colleagues in person over the course of the week.

Notable Numbers

• 32.1% of all leads scored last week earned a perfect 10 rating. That beats the 30.5% seen across the trailing 1,000 scored leads and sends a signal that lead quality across the business remains strong.

• Leads booked via email last week earned an average score of 8.33, topping all prospecting channels. That’s well above the 7.7 average lead score number across the business last week. Running a strategic email outreach cadence serves as an important source of high-quality leads that augment our phone-first approach.

• Prospect connections rates rose to 4.6% last week. This was a relatively slight rise from a 4.5% mark the prior week, but this key metric is headed in the right direction throughout our portfolio of work.

Highlight of the Week

Kelsey, an SDR based out of our Austin office, produced a lead last week that made her long-time client contact’s jaw drop. This VP for the firm, which operates in the financial performance technology space, took time to witness Kelsey’s prospect call in real-time.

She did not disappoint, putting on an outstanding performance that led to exciting next steps. After booking the prospect to a meeting, the VP was blown away and simply exclaimed:

“Nice one, Kelsey! Can we score the meeting a 15?”

Operating under pressure just goes with the territory if you’re an SDR. Great work by Kelsey!

Spotlight on Training

Ross Barton, a Managing Director based out of memoryBlue’s HQ, ran a full staff training last week outlining effective strategies when selling against an existing competitor. This common sales barrier can seem insurmountable without a clear game plan, but prepared SDRs can quickly overcome it, and even use it to their advantage.

The top priority for every SDR is to gather information through open-ended questioning. Once there is a solid understanding of what matters to a prospect, SDRs can pivot to a line of questioning geared towards painting a picture of a better state or simply pulling hidden pain.

Ross imparted the importance of finding genuine ways to engage with prospects and provided his team with effective game plans to tackle this situation and turn it into an opportunity for prospecting success.

Lead Scores

These lead scores set the standard last week:

11/15/2021 – 3:55PM – 10/10 – Connor
“Another grand slam from Connor! He’s crushing this! It’s very rare to have an intermediary firm like Mitre and Booz go from initial discussion to an inviting the actual customer to the next call, but that’s exactly how this one with Mitre went. Perfectly prepared and well researched contact from Connor!”

11/16/2021 – 1:54PM – 10/10 – Susie
“Susie brought in a solid lead that perfectly aligned with our strong suits. She provided us with great details to work off of. Very happy with this lead.”

11/19/2021 – 10:00AM – 10/10 – Rio
“This was probably our best Hospitality lead yet. They are interested in UGC, understand it, want more of it, and don’t have a solution.”

Cracking the 15,000 Mark

The Tech Sales is for Hustlers podcast is closing in on 15,000 downloads since its inception last year. After over 60 episodes featuring memoryBlue alumni and several bonus episodes with the nation’s leading collegiate sales educators, we’re extremely proud that this weekly, hour-long show enjoys such a growing audience.

In fact, this past October set the single month all-time download mark with 920 individual episode listens. We’re currently in the middle of our engaging Austin episode series which was recorded “on location” in our Texas office last month.

You can find the Tech Sales is for Hustlers podcast on Apple iTunes, Spotify, or anywhere else you get your audio content.

Check out our dedicated page for more details about the show and a full episode listing.